Why sharing a plate leads to better negotiation outcomes

Here’s a new negotiating tactic: Enjoy a family-style meal with your counterpart before making your opening bid. When people in a business negotiation share not just a meal but a plate, they collaborate better and reach deals faster, according to new research from the University of Chicago Booth School of Business. In a forthcoming study in Psychological Science , Prof. Ayelet Fishbach, an expert on motivation and decision-making, and Cornell University’s Kaitlin Woolley (a Booth PhD student at...

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